Resources

The annual Miller Heiman study, now in its 10th year, captures and measures the behaviors, attributes and performance of World-Class Sales Organizations. Miller Heiman's Joe Galvin highlights the 2013 study's most important findings for sales leaders focused on achieving success in the coming year.

This practical, high-impact discussion offers approaches for gauging sales compensation plan effectiveness, and guidelines for identifying potential plan improvements. Topics addressed include: Key Do's and Dont's for Assessing Plan Effectiveness Core Plan Effectiveness Metrics to Utilize Warning Signs to Look For Presented by Shawn Rossi, North American Practice Leader, Sales...Read more

Managing large-scale change initiatives is a priority for most sales organizations. In fact, the prevalence and intensity of change in the sales force means that sales leaders must be among the most adept change managers in the organization. In this Research Update, we review findings from The Sales Management Association’s...Read more

Would you rather have excellent salespeople with an average sales manager, or average salespeople with an excellent sales manager? Research suggests there is a clear answer - if your focus is on sustained high performance. This webinar combines concepts and strategies from ZS Associates’ recent book, Building a Winning Sales...Read more

The rapid adoption of mobile devices has sales and marketing leaders reinventing how they go to market. Many sales operations departments are embracing mobile in the effort to enable sales organizations. In this webcast, we examine how sales operations can utilize mobile technology to increase win rates, improve sales force...Read more

Your biggest competitor is not who you think it is. When 60% of sales are lost to no decision, moving customers off the status quo is key to increasing sales effectiveness and closing more business. Join the Sales Management Association for this Brainshark-sponsored webinar featuring Tim Riesterer, Chief Strategist and...Read more

Sales manager effectiveness contributes mightily to overall sales force productivity, yet many firms are unsure how to develop sales manager talent. This Sales Management Association webcast summarizes results from a recently concluded Research Initiative examining how firms make sales manager training and development investments. Presented by Sales Management Association Chairman...Read more

For the sales organization, the annual sales meeting can be invaluable for communicating strategic priorities and setting the tone for yearly expectations. This Sales Management Association Research Update examines findings from a recently concluded Research Initiative on examining how large organizations plan for effective annual sales meetings. It provides insight...Read more